Goal setting for the new year and Sales Planning for a great sales year. It includes many cartoons from Gapingvoid; quotes from Zig Ziglar; and many different theories on Goals Setting. There is no right or wrong; just do it.
34% say they will set a New Year’s
Resolution related to their wallet
38% say they will set a New Year’s
Resolution related to their waistline
47% say they will set a New Year’s
Resolution related to their head i.e. a
self-improvement type goal
31% say they will set a New Year’s
Resolution related to their heart —
i.e. a relationship or dating goal.
Big Hairy Audacious Goal!
A clear, compelling mission.
Going to the Moon and back in 10 years.
1. Is it 10+ years out?
2. Is it measurable?
3. Is it 75% impossible?
4. Does it leverage what you love to do?
5. Does it push your business?
6. Does it stretch your people and processes?
* This is for businesses
“Goals. There's no telling what you can do when you
get inspired by them. There's no telling what you can
do when you believe in them. And there's no telling
what will happen when you act upon them.”
1. What do you expect to happen?
2. And what do you WANT to happen?
3. Where’s your Passion to Crush it ?
1. What do I want to Achieve?
2. Why do I want to do that?
3. How do I get from where I am now to
where I want to be? Break it down.
4. Put in on the calendar.
5. Get to Work.
For change to happen you need:
A big enough why? (The reason You want to
Total clarity of the change you are seeking.
Resources to support your change.
Energy, time and space to execute change.
Content, data and information to channel the
Creativity to allow change to happen in the face
Specific action which becomes the change.
What More are you willing to do?
What are you willing to give up ?
Who do you need to be to achieve this?
What’s your current Comfort level?
What obstacles will you need to overcome?
What about your theme?
Finish this sentence:
"2015 is the year of_____."
8 Questions to Ask Yourself:
1. What do I want to Finish?
2. What do I want to Change?
3. What do I want to maintain?
4. What do I want to stop doing?
5. What do I need to do?
6. Am I holding onto any beliefs that aren’t serving
7. What do I want to LEARN this year?
8. Do you believe in yourself?
You must constantly ask yourself these questions:
Who am I around? What are they doing to me?
What have they got me reading?
What have they got me saying?
Where do they have me going?
What do they have me thinking?
And most important: what do they have me
Then ask yourself the big question: Is that okay?
reviews are about
performance – not
just the results.
There are several
steps in the sales
process and in
sales follow up
that determine the
success of a
Is the salesperson making the number of calls
Is the closing ratio good?
Do they have a top prospect list?
Are they networking – online or offline?
How many referrals did they get? How many
What skills are they going to improve upon?
Cross-selling or upselling?
Which products do they sell the most? Why?
Segmentation by Product & Industry
If a New Year's Resolution is taking your
fancy, is bubbling back-of-brain then switch
gear and think seriously about what you can
drop, what you can not do. You need space
and you need time to transform; those latter
two are the Number One New year's
Start there and get what you want without
Know and beware of them:
3. Lack of Focus
Key to Focus (or to Combat ADD):
browsing (How many
Checking email all day
Not eating the frog. Not
Urgent vs, Important
Sitting all day
Be decisive. Be fierce.
Choose a Theme for your Year
this year is about ‘service or flow or
Ask yourself: Why? What is the one
word you want to use to describe your
next year? A good place to start is with
your traditional resolutions. Then ask
yourself why. Want to lose weight?
Look at the reasons why. Do you want
to be healthier? Do you want to have
more confidence? If so, instead of
dieting, ‘health’ or ‘confidence’ may be
Step 1: Identify 4 or 5 Main Life
Every person is different with
different priorities and situations
that impact their goal setting. Here
are mine as I wrote them:
Step 2: Set Short and Simple Goals
for Each Life Category
Step 3: Create a Time Block Weekly
Step 4: Use a Good Planner (passion
With a goal-focused plan, you can
operate in a goal-focused week
with goal-focused days.
You have all heard the legendary quote, “Begin with
the end in mind.” This is a half-truth, and actually
EXAMPLE - Goal: I want a new car by the end of 2016.
OK, so what? A better understanding and engine
starter would be to elaborate and say, I want to take
more weekend drives in the mountains. To do that, I’ll
need a new car. I’m looking to buy a Toyota TJ by
September of 2016.
(visualize the WHY)
Begin with understanding what got you to this point,
and what you’re seeking to accomplish AFTER the
first part of the goal is met. THEN, make a plan with
the “OUTCOME defined” – not the end in mind.
(Don’t set negative goals. It has to be stated
Is the universe infinite?
If it's not, the first question a smart person will ask is, "so what happens at
That's how we define things... by the moments where they begin and end,
by their edges.
This clearly applies not just to the universe, but to every project and
concept and institution in our lives.
What does your organization not do?
When does this promotion/product/service end?
What's it like to start? To end it?
Defining the edges of performance and the promises you make defines
who you are and what you do.
We live in the middle but we understand at the edges.
“Life is not linear. Be
mindful of your
goals and dance
along the Way!”
- Keith Rosen